How to approach a seller who thinks their house is worth more than it is?

[Tony Hernandez]

Hi all,

I'm meeting with a seller today that I got through my direct marketing campaign. This is my first lead. On the phone he told me what he wanted to sell it for. He must be in a delusion because the house is worth $150K less than that. Since I'm still new at this, I decided to take the appointment if only to practice my in-person skills.

What should be my approach with this seller? You could argue my time is worth more than this but I need the practice. 

Thoughts?

Thanks!

Tony